Reputation and Egotiation: the impact of self-Image on the negotiator

  • Vukovic, Dr Sinisa
    Johns Hopkins University, États Unis
    School of Advanced International Studies
  • Paul Meerts, The Netherlands


Egotiation is a new term in negotiation research, proposed by one of the authors. ‘Ego’ will not be used here in the classical psychological / Freudian sense. For them ‘egotiation’ is a factor in international negotiation processes which will work against the material interests of the negotiator and his party. It has an emotional as well as an interest dimension, a unconscious as well as a conscious side, accidental and purposeful. The ego of the negotiator, meaning the face / honour / status of the negotiator in question, will be a parasite of the negotiation process. It will flourish through the process, but at the detriment of the interests of the party of the negotiator is representing. The authors will look at a series of famous negotiators and ask themselves to what extend these actors gave precedence to face saving over the defence of national and other interests. The authors will then ask themselves what the consequences of ‘egotiation’ have been in different cases. They will try to diagnose if ‘egotiation’ is a typical phenomenon to be found among decision makers of higher or lower rank, politicians or diplomats, etc. They will also look at the question if countries have such an ego and if so, what the function of that ego is in international relations. For example: is the reaction of Bush / the US on the attack at 9/11 partly inspired by the defence of the ‘ego’ of the President of the US and the US itself?


International Negotiations, Self-Image, Ego

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